Senior Manager - Post Opportunity Review

• Lead the Post-Opportunity Review (POR) process to ensure pricing offers and TRB decisions translate into realized revenue, with direct ownership of Ship-to-Commit assessments across all global sales channels.
• Manage and administer Deal Review 3.0 POR tech solutions, using performance logs and KPI-driven dashboards to monitor profile realization, margin tracking, pricing outcomes, and customer compliance.
• Take full accountability for monitoring and enforcing the realization of:

• Engage proactively with commercial stakeholders (e.g., customer managers, industry leads, global channel heads) on revenue shortfalls or quality-of-revenue concerns, driving corrective actions when outcomes deviate from TRB commitments. Direct customer engagement as needed.
• Ensure sustained commercial ownership of Ship-to-Commit through structured follow-ups, strict accountability, and escalation of non-compliance.
• Drive proactive use of Ship-to-Commit insights by Global Customer Pricing and regional tender teams to address revenue gaps, particularly in repeat TRB approvals for the same customer.
• Support continuous improvement by sharing learnings and enabling pricing teams to conduct local POR reviews.

• Lead the global POR process for lost deals, leveraging inputs from regional tender teams’ won/lost reports and ensuring timely, high-quality updates.
• Identify high-impact lost opportunities and engage customer managers in insight-driven discussions to uncover root causes and define actionable next steps.
• Conduct customer discussions when necessary to understand RFQ priorities and reasons for lost deals, using insights to guide immediate interventions and shape future RFQ strategies.
• Extract industry-specific insights to inform competitive pricing strategies and strengthen RFQ positioning.
• Establish a feedback loop, recording findings from PORs and sharing them with Pricing, Commercial Leadership, and cross-functional teams for real-time course correction and knowledge building.
• Act as a pricing advisor to the commercial organization, translating learnings into practical guidance to enhance GCP teams’ acumen and improve win rates.

• Co-lead enhancements to Deal Review 3.0 with the Director of Deal Review, focusing on upgraded metrics, visualizations, and reports to strengthen TRB and POR frameworks.
• Continuously improve dashboards and reports to enable data-driven decision-making and track post-deal performance against key metrics.
• Drive mindset shifts across commercial and tender teams by reinforcing the importance of customer commitment compliance, embedding POR as a core discipline, and fostering a learning culture.
• Onboard new TRB members and commercial teams on POR concepts, equipping them to focus on follow-ups and evaluate deal outcomes more effectively.
• Provide recommendations to VP Customer Pricing, Director of Deal Review, and Systems & Tools teams on system and process improvements to enhance program effectiveness.
• Translate global Ship-to-Commit and lost deal review insights into practical frameworks for country-level adaptation with local customers.

• Bachelor’s degree in Business Administration, Finance, Economics, or related field; Master’s/MBA preferred.
• 8+ years in Global/Country Pricing or Commercial Support with customer engagement.
• 2+ years in a managerial role.
• Experience handling complex pricing offers; DHL Express TRB exposure is an advantage.
• Strong data analytics skills; ability to work with large datasets (SQL, Cognos, PowerBI, MS Office).
• Strong decision-making, problem-solving, and negotiation skills with a profit-focused mindset.
• Broad industry knowledge and understanding of DHL processes, especially billing, costing, and pricing.
• Ability to work independently, coach team members, and deliver under pressure.
• Effective presentation, communication, and stakeholder management skills.
• Comfortable in an international, multicultural environment.
• Assertive and confident in discussions.
• Skilled in driving customer compliance (NPC, Fuel Surcharge, S&S, T&Cs, etc.).
• Willing to support customer discussions as needed.
• Excellent English (written and verbal); additional regional languages are an asset.

DHL